Territory Manager – Sales: Northern CA - Providence Medical Technology, Inc.

Territory Manager – Sales: Northern CA

Targeted Base Salary: $110,000
Total Bonus Target at 100%: $150,000
Car allowance

NOTE: Direct medical device SPINE sales experience is required. Local candidates only in or around Northern CA.

Eyes on the Prize
If being a key influencer in the field and playing an integral role in the sale of Providence Medical Technology’s (PMT) products in an assigned territory with limited time at your desk, and a very nice on-target commission plan ($150K) plus base salary sounds appealing, then read on for more tantalizing tidbits.

Our focus
Before we get to the details of the job, it’s important you understand who we are. PMT’s mission and purpose is to prevent surgical failures in the cervical spine of our high-risk patients. It’s not rocket science, but it is surgery and some pretty serious stuff. We know we’re dealing with the health and safety of people who need our products, so our commitment to their well-being is at the top of our list. Because of this, no matter what role you are in, a commitment to excellence is key.

Who’s on the team?
Road bikers, wine connoisseurs, world travelers, sports enthusiasts. music lovers, and hikers (just to name a few). Together, this team designs our products, creates the message, spreads the word, ships our goods and services our customers, gathers feedback, and ensures the train stays on track. People want to get paid after all. Threaded into the day to day is our commitment to support, invest in and stretch our employees to help them achieve their ultimate career goals. You own your career; we simply get the pleasure of partnering with some awesome human beings along the way. As a Territory Manager (TM), we look to you to help lead and guide your team.

Why does “fit” matter?
Teamwork, accountability, drive for results, and knowing people can depend on your focus to meet and exceed results is key. People matter here. To us, it’s not just a matter of filling a role, you can do that with any number of people. The fit, comradery, and ability to influence, brainstorm, and challenge one another’s thinking; to dream big, take risks, drive quality, and care about our patient’s safety goes into everything we do. The “how” we work together carries as much weight as the “what” we do and accomplish together.

What about you?
Is the goal in your review mirror? We get excited to bring our life-changing products to those who need them the most. Our recipe is simple, but not everyone has the tools to raise the dough. We are looking for a Territory Manager with a minimum of one year of sales experience in spine implants, who is driven and accountable for maximizing sales and overall gross profit within a defined territory. To do this successfully, you must develop long-term relationships with key individuals by expanding Providence Medical Technology’s (PMT) business with existing and prospective surgeons. Working collaboratively and effectively within all levels of the organization, the Territory Manager is a major driver for overall company growth.

The Northern California (and central) region has a well-established book of business with key surgeons. The footing is solid, and the opportunities for expansion are great. But you won’t be successful sitting behind a desk. You will be in the field hitting targeted surgeons and end users with the message of PMT’s products. Yes, much of this is one-on-one selling. But your Manager will come alongside and partner with you to show you the ropes. This role is also about Teamwork. Supporting your team members and providing coverage assistance occasionally is also a must in this role. After all, we want to have each other’s back.
Spine experience? Yep, you must have at least one year of experience. Building an area business to hit your targeted revenue, calling on, and ensuring surgeon/hospital penetration is a must. So what does this translate into on a day-to-day basis?

You’ll be covering Northern California and can reach out to Central CA as well. As a work-from-home/on-the-road position, our ideal candidate must be located in and around this area (I.e., Sacramento).

Essential Functions

  • Maintains and increases sales volume within assigned accounts and territories; meets and exceeds assigned quota and sales objectives, accelerating revenue and market penetration of PMT products.
  • Performs selling functions which include introducing the product to new customers, coordinating product evaluations, providing technical support, and creating financial proposals for hospitals.
  • Acting as a key influencer, the TM spends a significant amount of time in the field, face-to-face with PMT's targeted customer base.
  • Explains targeted solutions to surgeons and key influencers while moving the sales process to closure.
  • Targets strategic accounts to drive growth opportunities specifically in accounts without current sales coverage.
  • Recruit, train and develop surgeon customers, exceeding their expectations through exceptional service and solution-minded interactions.
  • Acquires clinical knowledge of all PMT products to ensure role as a Subject Matter Expert (SME) in order to successfully provide surgical case-coverage
  • Provide regular weekly and timely feedback to the Area Vice President on a variety of topics including sales performance, market feedback, new target accounts, & ideas regarding sales growth
  • Executes or exceeds annual sales meetings between surgeon customers and prospects and successfully meets (exceeds) monthly surgeon prospect training.
  • Keeps current on administrative responsibilities, such as maintaining customer interactions, prospect trainings, and other required data. Effectively uses Salesforce and expense management tools.
  • Partners with operations to effectively maintain and track Inventory
  • Maintains expenses within budgeted monthly allocations
  • Implements successful surgeon training courses as new technology is introduced.
  • Attends trade shows and Strategic Customer meetings as agreed upon
  • Follows established procedures to resolve readily identifiable problems/concerns
  • Collaborates with all departments as internal customers, prioritizing tasks as needed for efficiency and compliance
  • Adheres to all company employment policies and safe practices
  • Travel >60%

Minimum Requirements

  • Bachelor’s degree or equivalent preferred
  • Two (2)+ years of outside sales experience
  • One (1)+ years in Medical Spine Device industry is a must
  • Proficient and accurate with word processing (Word), spreadsheets (Excel), charting, flow charting and graphs. Competency with web-based applications including sales enablement tools, Google apps, and Salesforce.
  • Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or government regulations. Ability to write reports, business correspondence, and procedure manuals.
  • Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
  • Proven success in launching new technology.
  • Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages.
  • Ability to solve and interpret problems, collect data, establish facts, and draw valid conclusions.
  • Ability to interpret various technical instructions in mathematical or diagram form.
  • Proven track record of sales management success.
  • Proven track record of team success.
  • Current eligible driver’s license and ability to drive personal vehicle for work.
  • Ability to obtain Hospital Credentials.
  • High-level problem-solving skills.

If we’ve piqued your interest and you meet the minimum qualifications, we would love to hear from you. Please complete the application below.

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